Client Engagement Manager – Digital Consulting

The Digital Consulting Client Engagement Manager role within 1898 & Co., a part of Burns & McDonnell, will partner with our customers in the electric utility space to understand their critical business challenges and implement technology-focused solutions that build a brighter future. This role will be highly engaged with driving targeted conversations around industry challenges, understanding our customers’ needs, and finding solutions to empower organizations to drive their business to more efficient operations.

The ideal candidate will demonstrate how our technology solutions address customer pain points, capture critical win components from the customer, and drive the development of a winning proposal. This role requires a deep understanding of our capabilities and the ability to effectively communicate with customers in the electric utility industry.

This role will be responsible for communicating how our existing offerings help the utility meet its business objectives and providing consulting services related to technology solutions. They will build relationships throughout the customer organization to leverage opportunities to capitalize on technology investments. They will be comfortable discussing the current state and leading teams to move customers to desired future state. They will lead teams and oversee the work of conducting complicated technology systems integrations while partnering with sales and marketing groups to continue to build the business footprint.

• Develop and manage relationships with clients to understand their needs, manage expectations, and facilitate communication.

• Lead client-focused strategies and action plans for consulting services and solution offerings that drive sales.

• Build and maintain effective relationships with new and existing clients, customers, and contractors to develop new business opportunities.

• Collaborate with internal and external partners to develop and execute strategic sales plans for new and existing services.

• Leverage existing customer relationships inside the company to generate warm leads.

• Establish and maintain long-term business relationships.

• Follow through on quarterly financial goals by building and advancing opportunities through the sales funnel, ensuring customer satisfaction, and repeat business.

• Effectively present consulting services and solution offerings to prospects and existing customers virtually and in person.

• Lead customers through the full sales process while engaging others in the business unit to support as needed.

• Target specific clients and develop penetration strategies.

• Support quarterly strategy reviews with a data-driven approach to evaluating the market and effectiveness of current plans.

• Lead the positioning of service offerings, including collaborating with partners on strategic plans, target customers, and tailored offering collateral.

• Lead the adaptation of value propositions, templates, and guides to support effective communication of capabilities and delivery of projects.

• Position for and prepare responses to RFIs and RFPs.

• Maintain accurate sales funnel data and achieve strategic targets.

• Partner with the broad sales team to position in new accounts and grow existing accounts.

• Drive account discovery planning activities for technology solutions in assigned accounts.

• Regularly review and iterate on service offerings messaging to align with customer needs and improve market penetration.

• Review sales and proposal processes, identifying areas to improve for existing offerings.

• Be a part of the culture to continuously improve in a systematic way.

• Maintain up-to-date product knowledge and participate in ongoing training.

• Communicate solution benefits effectively.

• Champion the value of technology innovation for customers with internal teams.

• Partner with internal teams to provide technical support in larger work engagements.

• Partner with sales and marketing groups to continue to build the business footprint.

• Manage and interpret customer requirements and properly set customer expectations.

• Support the recruitment, development, training, and retention of staff by sharing expertise and collaborating with team leaders.

• Assist with performance feedback and provide guidance, mentorship, and instruction to colleagues as needed.

• Help interpret and communicate organizational policies,…